Proposal on How to Utilize Data for Decision-Making Concerning Retail Network Performance
Savolainen, Reijo (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024051010861
https://urn.fi/URN:NBN:fi:amk-2024051010861
Tiivistelmä
The case company imports and distributes motorized vehicles in Finland and the Baltic countries. The company’s current reporting tools do not provide sufficient information for decision-making on retail network sales performance. The lack of access to information has prevented the company from making informed business decisions based on data. The objective of this study is to create a proposal on how to utilize data in decision-making concerning retail network performance.
This research was carried out utilizing a design research method, which was divided into four stages. The research began with a current state analysis, where the strengths and weaknesses of the current process were identified by interviewing the key stakeholders. The findings from the current state analysis were categorized into four themes: target setting, data collection, data quality, and communication. In the next stage, a conceptual framework was created by researching literature for ideas and best practices to improve the identified weaknesses in each of the four themes. The conceptual framework was then used in the third stage as a basis in a workshop to co-create the initial proposal. The proposals created in the workshop were summarized as the initial proposal and were presented to the sales management stakeholders for feedback in the fourth stage. The initial proposal was then adjusted according to feedback to become the final proposal.
The outcome of this study, the final proposal on how to improve data utilization in decision-making concerning retail network performance, is created from the proposal summaries, and transformed into operative actions. The proposal provides comprehensive operative actions to improve data utilization for decision-making in the sales follow-up process.
This research was carried out utilizing a design research method, which was divided into four stages. The research began with a current state analysis, where the strengths and weaknesses of the current process were identified by interviewing the key stakeholders. The findings from the current state analysis were categorized into four themes: target setting, data collection, data quality, and communication. In the next stage, a conceptual framework was created by researching literature for ideas and best practices to improve the identified weaknesses in each of the four themes. The conceptual framework was then used in the third stage as a basis in a workshop to co-create the initial proposal. The proposals created in the workshop were summarized as the initial proposal and were presented to the sales management stakeholders for feedback in the fourth stage. The initial proposal was then adjusted according to feedback to become the final proposal.
The outcome of this study, the final proposal on how to improve data utilization in decision-making concerning retail network performance, is created from the proposal summaries, and transformed into operative actions. The proposal provides comprehensive operative actions to improve data utilization for decision-making in the sales follow-up process.